How to Boost Your B2B Lead Generation Success Using Profiling Questions

Profiling questions are a powerful tool to help enhance the success of B2B lead generation campaigns. But not everyone is familiar with what they are or how best to use them.

Let’s briefly define what profiling questions are, their potential benefits, and highlight a couple of useful examples.?

?? What Are Profiling Questions??

Profiling questions are essentially survey questions for lead generation, used to help you gain more insight into the audience from your lead gen campaigns.?They're very popular amongst our technology clients, and for good reason!

Typically, profiling questions used to find out more about your audience. They can help you determine whether the audience is the right fit for your products, services, or solutions, and whether they fit your ideal customer profile (ICP).?

?? Jump straight to the full blog here, or, download your copy of 5 Ways to Use Profiling Questions here.

?? The Power of Profiling Questions??

Profiling questions are great for helping you learn more about your audience at the point when they become leads and download your content.

By finding out more about your leads, you’re able to gain insights into how your target audiences use your products, the challenges they have that your products could solve for them, and much more.??

These questions can also help you to personalize your follow-up content, thereby building trust and better qualifying those leads for the sales team. They can also provide you with feedback you can use for future product development.???

Watch Headley Media's Senior Account Manager, Laura Harwood discuss the power of profiling and qualifying questions with our Head of Marketing, Chloe Addis below!

? Examples of Profiling Questions That Work Really Well

Here’s one very powerful example of a profiling question that can help increase the chances of closing a sale. Your prospect downloads a piece of content and you ask them the question:?

“Which departments in your company are involved with decision-making for x product?”?

Now you know what kinds of content you are likely to need to increase your chances of making a future sale. Say your lead is in the market for an email marketing tool. They tell you that the CMO is involved, of course. But so are the Finance department who have to sign off the purchase, as well as the IT department that needs to know how to set up or integrate the tool.??

Now you know you will need to produce lead nurturing content that satisfies all three internal audiences to help give your sales team the best chance of closing a deal.??

Or take this question:?

“What are your key challenges over the next 12 months?”?

The answer here can help you decide which content to send them next based on their pain points, as well as inform your sales team on what to talk about once the lead is warm enough to reach out to.??

There are many more ways profiling questions can enhance your overall marketing strategy.

To get the full story, download your copy of the (ungated!) 5 Ways to Use Profiling Questions here, or head to the blog below:

??